Sales Specialist, Veeam
Veeam Data Cloud M365, UK/IE
More information about location
Data backup & recovery platform
Be an early applicant
Data backup & recovery platform
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To empower every organization to not just bounce back from a data outage or loss but bounce forward.
Role
Who you are
- At least 5+ years in software sales, and proven capability to engage at the customer exec level, and at least 10+ years of total work experience
- Proven track record of hitting / exceeding sales goals
- Proven capability in Enterprise software sales, and ideally in the data protection, data management or M365
- Proven capability of working in a Specialist + Field sales model
- Proven capability of working in a partner-driven GTM
- Ability to work cross-functionally with Sales, Renewals and Field Marketing
- Strong team player / coach mentality – expect to be personally engaged in opportunities
- Excellent written and presentation skills for both external and internal audiences
- Be able to travel up to 50% of time
What the job involves
- This role reports to the EMEA lead of the Veeam Data Cloud M365 business and will partner closely with the Enterprise Account Executives in his/her territory to drive world-class sales experiences for customers
- By partnering the Veeam AE and the Veeam Data Cloud M365 specialist, Veeam will deliver the best and most value-add sales experience for customers, helping them define the best data protection and resiliency plan possible
- This role will also be deeply connected with Microsoft to leverage the Veeam + Microsoft partnership to drive co-sell
- This role is accountable to meet sales and growth goals for the M365 data protection business in his/her territory
- The role is expected to be an expert in Veeams Data Cloud M365 products and augment Field pursuit teams to increase win rates, deal size and accelerate sales cycles
- This role will carry a quota focused on Veeam Data Cloud M365 and be expected to drive the VDC365 ecosystem & sales cycles for opportunities above $50k ARR
- This role will also be teamed with a solution engineer focused on the Veeam Data Cloud M365 business
- The sales specialist will focus on winning the customer decision and proving value, and the specialist solution engineer will focus on winning the technical decision
- This role will be responsible for building and maintaining a plan to exceed plan, delivering a weekly deal-based forecasts, being an expert in compete plays in the M365 data protection space against Veeam’s top competitors and building great value-add and ROI scenarios for customers to win the customer decision
- Deal commercial management will depend on if it is a multi-product opportunity where the Veeam AE will own the end-to-end business
- Ensure sales fundamentals are met across the Veeam Data Cloud M365 business (e.g., pipe coverage, deal updates, etc.)
- Collaborate on a daily business with his/her territory’s AEs to ensure great account-level partnering
- Prepare and lead customer meetings on Veeam Data Cloud M365 to advance sales opportunities
- Develop and execute the Veeam Data Cloud M365 close plan to exceed historical close rates
- Coordinate the Veeam Data Cloud M365 solution engineer engagement with the customer
- Own the co-sell process with Microsoft in his/her territory and hit regional co-sell goals
- Provide weekly product-specific forecast updates for his/her territory
- Ensure top deals are on-track with the right Field + Specialist pursuit team engaged
- Identify repeatable sales tactics that increase win rates and help build a “win formula”
Salary benchmarks
Our take
The increasing reliance of businesses on data and the growing volume of data generated make organizations more vulnerable to cyberattacks. Veeam is a leading provider of backup, recovery, and data management solutions, focusing on simplifying backups for virtual machines, achieving any recovery objective, maximizing investments, and reducing management overhead.
Recently, Veeam has introduced over 30 product updates, including cloud-native solutions to protect data across AWS, Azure, and Google Cloud. The company currently safeguards data for over 400,000 customers worldwide, including over 80% of the Fortune 500 and 70% of the Global 2,000, with clients like Fujitsu, Siemens, and VW.
The acquisition by Insight Partners in 2020 enables Veeam to expand into new markets, fueling its continued growth. Veeam is poised to remain a leader by driving industry innovation and staying ahead of increasingly sophisticated cyberattacks.
Freddie
Company Specialist at Welcome to the Jungle
Insights
12% employee growth in 12 months
Company
Funding (1 round)
Jan 2019
$500m
GROWTH EQUITY VC
Total funding: $500m
Company HQ
Lakeview, Kirkland, WA
Leadership
Anand Eswaran
(CEO, not founder)Former President and Chief Operating Officer at RingCentral, Founding Advisory Board Member of the Technology Services Industry Association (TSIA), and former Corporate Vice President (various departments) at Microsoft. Previous Vice President of Global Services at SAP (Executive), Hewlett-Packard, and Vignette Corp.
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